Salesforce Consultant Guide for DeRidder
If you’re in charge of a sales CRM software execution or adoption endeavor there are many actions and processes to consider to help ensure your success. Although every business and team is exceptional, the following CRM implementation ideas could be considered worldwide working across companies and businesses.
(Are you new to CRM? See this website for a comprehensive, helpful CRM overview.)
Whether you’re using Salesforce.com, Siebel or a home-grown option; whether this is a replacement CRM system or a brand new, here are 10 Ideas to consider in your sales organization for successful CRM implementation:
1) Show Top Down Support for CRM: One of the most important methods to ensure a successful CRM implementation would be to have total, sales direction support for your CRM system. This begins with your Head of Sales, then must dribble down through your sales direction team and be attested through words and activities.
This should comprise sales performers at every level and sales support/ sales operations staff members.
3) Demonstrate the WIFM for the Sales Staff: The sales team will embrace the CRM system if it “helps to increase their pay check, reduces wasted time and gets them in front of the perfect people for the right reason at the ideal time”.
If you can efficiently demonstrate the WIFM, (What’s in it for me) then Reps will need to use the system.
Optimize CRM System Performance
Optimize CRM System Functionality
4) Optimize System Performance & Fix Any System Deficiencies: No CRM program is perfect. When Field reps try to log in remotely perhaps it takes 5 clicks too many to update a contact or perhaps the system is not fast. Try to address and fix any CRM system concerns, before you execute.
Associated.. Doug Liljegren, Principal Manager suggests that enhancing the CRM system isn’t an one shot deal. You evolve and should constantly tweak the system to best support your customers and company needs.
5) Integrate CRM With Other Systems: You want to make it as easy and seamless as possible for Reps to leverage your new or upgraded CRM program. Integrate or link the most used business programs together (Example: Electronic Mail, CRM, Order Entry) so Representatives don’t need to open and shut windows, click multiple links and waste time on administrative work. Your CRM vendor and your IT partners should have ideas and best practice alternatives in this area.
Take some time to create and execute the right amount of on-going and start CRM system training, that encourages the most important CRM behaviors you desire to drive.
Got Those Paper Contacts Move To CRM!
Got Those Paper Contacts Move To CRM!
8) Provide Great Customer Data In Your CRM: Sales Reps rely on good data about their customers and prospects to succeed in their own roles. Awful data in your CRM can be a diversion, reduces productivity and could be a root cause for lack of CRM adoption.
If they’ve both alternatives, they’ll fall back to what they’re most comfortable with.
Before ongoing and launch, take steps to always enhance your CRM data. This may contain customer names, addresses, contact names, contact telephone numbers, purchase history etc. Give attention to the CRM data elements which are most significant to supporting the selling process.
See “The Golden Rules To Successful CRM Implementation”
9) Tie CRM usage to Rep Compensation: Most Salespeople are moved by cash, so you may consider tying their compensation strategy to leveraging the CRM system.
A Freelance Consultant who specializes in CRM implementation, Doug Liljegren, has found that including some of the reps and pipeline tracking as a condition ’ normal compensation strategy can be quite effective at driving CRM adoption. On the flipside, he’s seen the use of bonuses counter-productive in driving adoption.
10) Ensure Sales leadership is Steering The Boat: Although IT, Finance and Advertising are your business partners and key stakeholders in your CRM project, the Sales team should be steering the ship, heading the project and making choices on CRM usage precedence. Generally, the inherent reason your team is implementing or upgrading a CRM will be to help your sales teams be more efficient in their roles.
Watch “CRM: Measuring ROI”
Bonus Idea #11) Implement CRM in Periods: Phasing in your CRM implementation will help ensure a fruitful result. Human behavior does not transform overnight.
If your organization is doing may things manually leveraging a CRM will be a tremendous cultural shift. Or, should you be updating to a brand new kind of software, Representatives will need to get used to new processes, new displays and attributes that are new.
Give your organization the right amount of time to adapt to the new system and you will have better, mid and long-term outcomes.